In two experiments we investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research has focused on the informational inferences bargainers make following emotions, we emphasize the importance of the affective reactions to others’ emotions. Our...

When buying wine, consumers often need to infer unobservable characteristics of the wines that are available. Product scarcity in the store can signal that the quality of a wine is high, either because the product is deemed exclusive (when scarcity is supply-caused) or because the product is...

Common sense suggests that consumers make more satisfying decisions as they consider their options more closely. Yet we argue that such close consideration can have undesirable consequences because it may induce attachment to the options - a sense of prefactual ownership of the choice options....